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144: The Value Selling Framework: Better Discovery and Articulation of Differentiating Business Value: w/ Chad Sanderson (Value Selling Associates)
How do you get sellers to do better value discovery, storytelling and quantification? How do you assure rollout, adoption and scale of your new value program despite being remote?
These are just a couple of the key value selling questions I tackled with Chad Sanderson, Managing Partner for leading sales training firm Value Selling Associates.
In this interview he discusses the importance of having a framework to help drive more effective value discovery and conversations, and how to reshape value learning and enablement programs now that sellers are remote.
https://www.linkedin.com/in/chadsanderson/
#valueselling #valuemanagement #valueenablement
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By Thomas Pisello
5
22 ratings
How do you get sellers to do better value discovery, storytelling and quantification? How do you assure rollout, adoption and scale of your new value program despite being remote?
These are just a couple of the key value selling questions I tackled with Chad Sanderson, Managing Partner for leading sales training firm Value Selling Associates.
In this interview he discusses the importance of having a framework to help drive more effective value discovery and conversations, and how to reshape value learning and enablement programs now that sellers are remote.
https://www.linkedin.com/in/chadsanderson/
#valueselling #valuemanagement #valueenablement